软件公司销售部管理制度Word文档格式.docx
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2.2分公司经理.........................................................................................................................................4.....
2.3高级销售经理......................................................................................................................................4....
2.4销售经理.............................................................................................................................................4.....
2.5销售代表.............................................................................................................................................4.....
2.6销售助理.............................................................................................................................................4.....二、销售部业绩考核及工资计算...........................................................................................................................................4
1.考核指标说明..................................................................................................................................................................4
2.销售部销售人员工资。
..................................................................................................................................................5
2.1基本工资.............................................................................................................................................................................5
2.2绩效工资.............................................................................................................................................................................5
2.3销售提成和奖金.................................................................................................................................................................5
（1）合同回款提成...................................................................................................................................................................5
（3）年终奖.................................................................................................................................................................................5
（4）推荐金.................................................................................................................................................................................5
（5）特别嘉奖.............................................................................................................................................................................6
（5）销售支持.............................................................................................................................................................................6三、销售部日常管理制度.......................................................................................................................................................6
1.规章制度..........................................................................................................................................................................6
2.日常工作管理考勤制度..................................................................................................................................................6
3.报价制度..........................................................................................................................................................................6
3.1电话报价和非标准报价......................................................................................................................................................6
3.2高端产品报价.....................................................................................................................................................................6
3.3违反报价处罚.....................................................................................................................................................................6
4.销售合同管理制度..........................................................................................................................................................7
4.1合同准备.............................................................................................................................................................................7
4.2合同审批流程.....................................................................................................................................................................7
4.3驻外合同管理.....................................................................................................................................................................7
4.4销售业绩界定.....................................................................................................................................................................7
5.客户佣金管理制度..........................................................................................................................................................8
6.收款管理..........................................................................................................................................................................8
7.绩效管理..........................................................................................................................................................................8
8.坏账管理..........................................................................................................................................................................8
9.货款赔偿管理..................................................................................................................................................................810.撞单管理..........................................................................................................................................................................8四、OA-销售系统客户资源管理............................................................................................................................................8
11.管理范围..........................................................................................................................................................................8
12.商机注册机制..................................................................................................................................................................9
13.录入阶段..........................................................................................................................................................................9
14.跟单阶段..........................................................................................................................................................................9
15.商机管理惩罚规定..........................................................................................................................................................916.保密管理..........................................................................................................................................................................9
五、销售制度表单.................................................................................................................................................................10
1.《客户跟踪进展表》....................................................................................................................................................10
2.《项目合作申请单》....................................................................................................................................................10
3.《项目合作分配单》....................................................................................................................................................10
4.《佣金申请单》............................................................................................................................................................10
5.《劳务费申请单》........................................................................................................................................................10
6.《非标准报价申请单》................................................................................................................................................10
7.销售部门各岗位工作说明书：
....................................................................................................................................10
﹙1﹚《总监岗位责权说明书》...........................................................................................................................................10
﹙2﹚《分公司经理岗位责权说明书》...............................................................................................................................10
﹙3﹚《分公司经理岗位责权说明书》...............................................................................................................................10
﹙4﹚《高级销售经理岗位职责说明书》...........................................................................................................................10
﹙5﹚
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